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Because по one is immune.

А Monthly Publication with News, Ideas and Information for American Income Life ond National Income Life Producers

FROM THE DESK ОР:
Roger Smith
President && CEO of

American Income Life

Steering in the Right Direction

ave you ever noticed that in order to drive in a straight line you

have to constantly correct the wheel? I'm not sure I ever would
have noticed this except I'm teaching my daughter how to drive.
Driving for me, now comes without any thought, but for hes, it
comes with quite а bit. ‘Therefore, in between the, "watch outs,”
and the, "look out for that car,” there is the constant, ever-present,
“correct the wheel."

Which brings me back to my original point, Yes, to drive in a
straight line you have to constantly
to keep yourself in a straight line, and hopefully in the end, get to

е those little adjustments

where you want to go.

Given this little insight, I want to make a few comments about
making those little adjustments to keep us on target for reaching
our goal of a ten percent increase in quantity and quality.

When 1 speak about quality it was about adding that

fundamental to the others we already have in place (ie,

recruiting, training, lead procurement, etc). I firmly believe, we
have been successful because we have a firm handle on the
systems we are currently using, and my intention, was, and is, to
add quality to that list,

Having said that, it is important that you know, we are are on the
right track, or rather, steering in the right direction. However, it
is also important to remember there will always be a little
correcting of the wheel which will need to take place as we begin

to fully grasp this added fundamental of quality.
Му point is, with our focus being spotlighted on quality, we still
need to balance, or maintain the successful structures we have
worked so hard to put in place in the past. ‘These structures have
iced over the

allowed us the tremendous growth we have exp

last three years and by adding quality to that list, we are only

adding one mote achievement to our repertoire

When I speak of correct
about tweaking your everyday business, but 1 am also speaking
about what we do in the Home Office as well.

Our number one goal has been, and always will be, to provide
you with the resources needed to do your job effectively. To.
rove.

accomplish this, we are continuously looking for ways to in

Recently, we have made some updates to a few processes in order

to do just that — improve the way you do business.
First, we have improved our bonus structure to allow more
Producers to bring home a bonus each month, We are in this
business to make money and this update gives you more money
in your pocket to augment your income. On Page 16, we have
outlined these updates and improvements.

Second, we are adding products to our current portfolio thereby
giving you more options with your prospects and customers. One
of the products we have added is critical illness coverage. To find
‘out more about this new offering, turn to Pages 12 and 13.
Finally, we have for the last few months added a Producers tips
feature to the magazine, The information outlined in this feature
are provided by some of our Home Office experts who make it

the
offers some simple steps you can take to improve quality.

job to make sure you are successful. This month, Page 5

By implementing small changes here and there, it only allows us
to help you more effectively which gives you time to make
adjustments and corrections to ensure we are steering in the right
direction towards our final goal.

Look for mote information in upcoming magazine issues on ways
you can improve the quantity and quality of your business, or
great year for our

consult your SGA, so we can make this a

Ageney force!

2 рейди starch 200¢ № come gether

Monday, March 29, 2004
All business and PR credits must be in the
Home Office to count for March production,

Wednesday, April 28, 2004
All business and PR credits must be in the
Home Office to count for April production.
ЧТ Bosuses Paid Ou

This month AIL and NILICO paid а total
of $497,051.88 in bonuses. For more
information on the monthly bonuses, turn to
Page 15.

Effective Jan. 1, 2004, to be eligible for
bonuses and featured in Spotlight, top.

Producers must meet the required Retention

rate or the minimum Net to Gross, Net to

Gross is used only during the Producers first

ight months,

David Hamilton, an MGA with the Robert Smith Agency,
achieved $100,000 of 1

month

force premium.
Hugo Rust, a GA with the Jatoft-Foti Agency, achieved
$100,000 of 13-month in-force premium.

David Thornton, a Producer with the David Cohen Agency,
achieved $100,000 of 13-month in-force premium.

‘The asterisks, shown throughout the magazine, indicate that
place will be a year-to-date award winner, ‘The Producers,
who will be recognized at the Cancun Awards Presentation,
are as follows: the top SGA from each category, the top
two PR Managers and the top two PR Representatives from
cach category, the top five МСА, the top five GAs, the top
ЗА, and the top ten Individual Producers, Check your
production! Lf there is an asterisk by your position, you could be
on your way fo The Fiesta Americana in Cancun! The

convention will be held in July 2005.

dpetigit March 2008 WE Come Together

bftizzell@ailife.com

Graphic Artists
Michael Trout
mtrout@torchmarkeorp.com

Producer Tips

With our emphasis now focused on quality of business, we need your help to ensure your applicants are receiving the

appropriate correspondence should an application be “pulled.” By "pulled" we are talking about applications being

separated from normal processing, In other words, these applications are the ones which are cancelled prior to loading

submitted business or the ones which are likely to be declined, Therefore, whether an application is being “pulled”

because of a request to cancel or it is “pulled” during your verification process, you now have three options to handle

these apps:

AIT CANCEL ‘This command is used when an application is cancelled by the applicant before it is sent to the Home Office.

allows the Home Office to cancel the application without affecting the Producer, The only time you should
ALT-CANCEL is when the customer requests an application to be cancelled = this is the only acceptable usc for this
command. You should write ALT-CANCEL across the top of the application and put a “C” in the last col
the transmittal. The applicant will receive a letter indicating the application has been cancelled at their request.
Please note, ALT-CANCEL replaces the old ALT-XPL process. Please discontinue writing ALT-XPL on
applications and transmittal,

Qu:

ALTVERIPY This command is use for applications you have called to

verify, and during that verification you realize the application
should not be submitted. These applications must be sent to
the Home Office so there is a record of the application in
the event of an inquiry, complaint, or claim. These

applications should never be destroyed or returned to the.
applicant. Simply write ALT-VERIFY across the top of the

application and put a * V" in the last column on the
transmittal. Also, please attach a completed phone
verification form so we have a record of why the application
is not being submitted. The letter sent to the applicant will
notify them of the verification process, and will make them
aware we are unable to issue coverage and the reasons for
that decision.

‘This is used for applications which were taken, but you now

realize the applicant is uninsurable. ALT-DECLINE allows
the Home Office to process the application without affecting
the Producer. You should write ALT-DECLINE across the

top of the application and put a "D' in the last
the transmittal, The letter sent to the applicant will provide
information regarding the circumstances of not being able to
issue a policy.

It is very important that every application be marked. If one application is marked
and the others are not, we will submit those that are not marked. Submitting these
kinds of policies will only count against your Retention. Help us help you by
properly marking the applications to ensure your Retention is not negatively
‘impacted and to, ке.

Lionel Adams
Nick Nitkowski
Louisiana

Terence Adams
Eric Neal
Texas

Virgil Anderson
Ва Jennings
Colorado

Frederick Darmanin

David Alphonso
Nick Nithowski

Matthew Сйчгар
беп-беп-Вишап.

Michael Goddard
Rick Alig

Noc Gonzales
Jutott Ро

Erik Gustafson

Joshua Chalom

Luis Hinds
David Cohen
California

Grant Holsteen
‘Rick Alig
lowa

Jessie Lawrence
Chris Wittenbach
Arkansas

Frank Lindal
Rick Altig

Manitoba
Contina Lucas
Ali Shahrak

North Carolina

Brian Lullof
Rick Alig

Minnesota

Florida

Ramin Kouladji
Nova Scotia
Amy Massey
John Akers
Tova.
Jason Mayer
Forer Whininghill
California
Eli McKenzie.
ams- Williams

Donald McMillan
Rick Alig
British Columbia

Florida

id Leathers
wid Cohen
California

Reginald Parker
Nick Микош

Franchesea Prantl
Fuser Whitingill
California

није Rana
Joshua Chalom
Ontario

Shawn Richmond
Mare Morton
Ohio

Noschen Robert
Williams- Zipper
Flora

Chris Schuckman
Farer: Whininghil
California

Gene Noury
David Zophin
Rhode Island

Marshall Sharp
Steve Hartman.
Arizona

Charles Stephens.
Chris Wittenbach
Arkansas

Aaron Webb
Bill Jennings
Colorado

Jon Weideling
Jim Surace
Ohio

Elizabeth Wilson
Nick Nitkowski
Louisiana

Erin Ziegler
Rick Alig
North Dakota

Kent Thrower
"Chris La Fond
Pennsylvania

ve Friedlander

v Zealand

Rebecca Dunwoodie
David Zophin
Connecticut

Mike Ziejas promotion to SA. Pictured left
ight: Rob Falvo, Mike Zieja, Dave Brister,

Donnie Рай

Mant Blame

Maryland
Mal Herman

Durhon Oldham

New York

and Christina Simao

Pennsyivania

Brandon Ito
David Cohen
California

Masine Moody
David Zophin

вое Marche zoos come Together

Scott Rhod
Rick Ahi
Mi

Venelle Unrau
Rick Alig
Manitoba

Individual Producers 1и Producers
Time Record to Beat
Omaha, NE ‘Woodridge, IL. -
1. Carla Miller з | Caria Miler John Akers
2. Marlon Underwood в | Marlon Underwood Olon-Smith
3. Michael Cropek 3 | Michael Czopek Eric Giglione
4. Teny Sullivan Terry Sullivan Gen-Gen-Bitman
5. Loma Williams Christine Hujber Eric Giglione
6. Stefan Reynolds 2 | Lawrence Hauck Steve Friedlander
Н 7. John Arguello Leslie Taylor Dan Phillips
8. Ruben Soberanes Doreen Ryan-Foti Jatofi-Fori
9. Jennifer Baron William Cook "Tom Williams
x ci 10. Erin Ziegler Dustin Raaum Rick Alig
кю Iren ы 11, Jeffrey Lowman Carla Miller John Akers
12. Pablo Pircla Denise Gilbert Olon-Smith
13. Mary Ann Gaelic 5 Lawrence Hauck Steve Friedlander
14. Arkadi Nulman ‚7 | Daniel Connell David Cohen
15. Rajeev Arora Rajeev Arora Rick Alig
16. Gabriel Hernandez Jason Mollo David Zophin
17. Kevin Surles Kevin Surles David Zophin
18. Timothy Cruise Steven Jakubczak Okon-Smith
19, Francois Fortier Jean-Francois Veina | Rick Alig
20. Chris Rose Chris Rose Altig- Martyn
Edison, NJ Auckland, NZ
YTD Production
: i John Akers
2. Timothy Cruise : Olson-Smith
1 3. David Wang 4 Olson-Smith
4. Marlon Underwood 6 | Marlon Underwood Olson-Smith
Ареа NM Diod CA Michael Czopek Eric Giglione
Ў Denise Gilbert Olson-Smith
Е Dustin Raaum Rick Altig
i David Wang Olson-Smith

Gregory Partee Vic Hancock

. Jason Mollo David Zophin
11. Nada Markovic 4 | John McCreary Forer-Whittinghill
12. Curt Snow. z Curt Snow Jatoft-Foti
13. Lorna Williams Christine Hujber Erie Giglione
14. Matthew Hogan Frederick Hadayia Durhon Oldham
15. Terry Sullivan $ Terry Sullivan Gen-Gen-Bitman
16. Jennifer Baron .: William Cook Tom Williams.
17. Allan Gilbert ц Denise Gilbert Olson-Smith
18, Ramona Cruz Terry Sullivan Gen-Gen-Bitman
19. Michael Kolasa 7 | Michael Kolasa
20. Leslie Taylor . Leslie Taylor

а Ft. Lauderdale, FL

рейшн Bl come Tot

T Percentage of Ner to Gross

Leadership Development

MUS Leadership Development Seminar

Helping you discover your leadership
potential. Don't forget to sign up for the
next seminar May 20-22, 2004!

spotlight March 200 Сота Together

Labor Advisory Board
Welcome to the Board

р
А

INTRODUCING:
Thomas C. Short

International President
of the IATSE.

‘Thomas Short, International President of the International
Alliance of ‘Theatrical Stage Employees, Moving Picture
Technicians, Artists and Allied Crafts (IATSE), has been selected
to American Income and National Incomess Labor Advisory

Board. Mr. Short brings nearly 36 years experience to this

premier ad
‘The IATSE is a labor union representing technicians, artisans.
ande ament industry, including live

theatre, motion picture and television production, and trade
shows. The IATSE represents members throughout the United
States, its territories, and Canada.
Mr: Short has be
been ini

a member of the IATSE since 196
ated into Stagehands Local No. 27. Short wa
charter member of Special Department Local No. B-27 , found
їп 1977, as well as having served as its Business Agent. In 1978,
he also was elected president of Local No.27.

having

In August of 1988, twenty years after becoming a member of

IATSE, Mr. Short was elected international vice president, He

followed in the footsteps of his father, the late Adrian J. Short,

Jr, who held the same position with the IATSE for many years.
In 2001, Mr. Short was elected international president for the
fourth time since 1994 at its 64th Annual Conv

tion,

During his tenure with the IATSE, Mr. Short has overseen
many improvements for the members of the union, He also
serves on many boards in the industry thereby giving an active
voice to all IATSE members for the crafts they do everyday.

We welcome Mr, Short to the Labor Advisory Board, and we are
looking for long prosperous relationships for many years to

come. Congratulations!

LABOR ADVISORY BOARD MEMBERS

Paul Almeida, President

DPE

Stuart Appelbaum, President James Grogan, Je, Gen. Pres.
TWDSU AWIU

Baxter Atkinson, President Don Hahs, Int'l President
ABSA BLE

Ronald Ault, President Sonny Hall, President
Metal Trades TWUA

Morton Bahr, President Joe Hansen, President
CWA UFCW

Dave Barrett, Former Premier James Hoffa, General President
Province of British Columbia IBT

Theodore Bikel, President Joseph Hunt, General President
AAAA BSORIW

William Burrus, President Frank Hurt, Int'l President
APWU BCTGM

Sam Cabral, President Gloria Johnson, President
ТОРА силу

John Dougherty, President. Newton Jones, Int'l President
OP & СМА 1BB

Gerald Feder, LAB Secretary Gregory Junemann, Int'l Pres.
Feder and Associates IFPTE

Edward Fire, President Emeritus George Kourpias, President
IUEICWA ARA

М.А. “Мәс” Fleming, Pr Thomas E. Lec, President.
BMWE АРМ

Patricia Friend, President William Lucy, Sec-Treasurer
АРА AFSCME

Leon Lynch, Vice President "Thomas Short, nel President
USWA ATS
Martin Maddaloni, Gen. Pres: Edward C, Sullivan, President
UA BCTD
Hon Ray Maral pas, Mil Salivans Gen Pres-
VA Mast; Ges! Se Ta 1
d John Sweeney, President
A An.
дын Ree асаах George Tedeschi President
Ока Owens, Soe-Treairer Gau
ATU Richard Trumka, Весе,
Jules Pagano, Exec. Director AFL-CIO
AlL Labor Advisory Board бепе Upshaw, President
W. “Dan” Picket, President FPA
BRS Hugh Walsh, Asst, Exec. Dis
Clyde Rivers, Amec President AIL Labor Advisory Board
Donald Wightman, President
Ce Rar President OA
NE EE Jane Willan Ge, rosie:
LCLAA
Nocte Boyd Young, President
SIUNA PACE
Robert Scardelletti, Int'l Pres. William Young, President
TCU NALC
Harold Schaitberger, President Hon. Speaker Jim Wright,
IAFF Honorary Member of LAB

potlighe March 2004 Come Together

_ Supervising Agents

Great Neck, NY

San Antonio, TX

San Diego, CA

February Production

Month: $43,409 1st Yr. Cino Tanzil

Mn 05 ALP iy on |

$19,805
14,659
13,428
12831
12,701

$19,732
23,826
19,927
21,513
22,305

Marc Rosen
Ryan Mansueto ic Neal
John McCreary | Furer-Whittinghill
Marlon Underwood] Olson-Smith
David Hausman ic Giglione

. Yaacov Rosenberg,
. Terrence Adams
. Shelly Russell

. Elmore Mundell
. Diane Carrion.

c Gigllone

YTD Production

Yaacov Rosenberg | 830,318 335,055 Mare Rosen

1. 5

2. Shelly Russell 26,610 44,761 | 98 4 | John McCreary | Furer-Whittinghill
3. Guy Grondeaux 19,814 22266 | 83 5 Rajeev Arora Rick Altig

4. Nasreen Rana 18417 28,630 733 3 David Mah Rick Altig

5. Elmore Mundell 17,530 29,026 767 2 | Marlon Underwood] Olson-Smith

Supervising Agent selection guidelines for recognition inthe Spotlight are as follows: Mast дате one First Year Agent coded and mert all production requirements

ребре sah Wo come Together

General Agents

E Rochester, NY 2 Woodridge, IL

М San Diego, CA w Ridgeland, MS

Month: $102,403 1st Yr. ае Now Month: $111,262 Net ALP Eric Neal

February Ко

1. Gregory Siard

Jeffersonville, IN

10. Jean-Marc Louis 6 | Theodore Pappas Eric Giglione.

YTD Production

* 1. Allan Gilbert

$82,125 Denise Gilbert

6. Terrance Hearns 37,961 | 43935 Jeff Dinocento Erie Giglione

7. Horace Johnson 34762 | 40,947 William Cook ‘Tom Williams

3. Michael Nowak 34,709 | 43,441 Jim Bianchi Durhon Oldham

9, Barrett Clayton 32949 | 4022 Gregory Partee Vic Hancock
10. Rodney Husmann 44,478 Erik Graham David Cohen

Olson-Smith

General Agent selection guidelines for recognition in the Spotlight are as follows: Must hace

РУ Bl Come gar

it Year gent coded ord meet ll reduction requirements

Critical Illness

American Income’s Critical Шпс

No one is immune to critical illness, That is why American Income developed a Critical Il
а one-time lump sum benefit upon written proof of first diagnosis of a covered critical illn
why this particular coverage is crucial read оп.

Do you know of anyone who has ever had a heart attack, stroke or major organ
survived? What was their life like for the first year or two after? Chances are their health i
didn't cover all the costs; or their expenses got to the point they had to borrow = ША АР
“illness debt.”

What is your risk of developing a critical illness? ‘The statistics are clear: people are living longer,
and as they live longer, they are more likely to experience a critical illness.
According to the American Heart Association, 2002 Heart and Stroke Statistical Update:

Every 29 seconds an American will suffer a coronary event, and about every minute
someone will die from one.

On average, someone in the U.S, suffers a stroke every 53 seconds; 28 percent of those who

suffer a stroke are under the age of 65.

In the 05, 73 percent of heart transplant patients are male, 19 percent are ages 35-49 and

51 percent are ages 50-64,

More are Surviving
In the last 20 years, deaths due to the “big three" (cancer, heart attack, and stroke) hive decreased
significantly, However, disabilities due to these illnesses have increased dramatically

Rates of death and disability in 1999 compared to 1979. A

Hypertension

Disability Heart Disease.

г рейд March лон ШЇ Come Together

Taking їн Bfospects about Critical Illness

‘The risks of developing a critical illness are high, and even

Critical Illness

Covered Critical Illnesses:

A covered person is limited to only one first diagnosis benefit. Coverage for such person terminates
upon payment of his/her benefit, Covered illnesses include heart attack, stroke, end stage renal disease,
major organ transplant, total loss of eyesight in both eyes and total loss of hearing in both ears, With
this policy, some limitations and exclusions may apply.

Policy Features
“You choose the benefit amount: $10,000, $25,000 or $50,000
Issue ages 18-64
One-time lump sum benefit
Guaranteed renewable to age 80, or upon payment of benefit, whichever is earlier
Policy covers one individual and may cover his/her spouse
Pays in addition to any other coverage you may have
| Premiums will not increase on an individual basis

it amount can be used for anything: со-

ibles, lost income, daily living
ping or child care, home
ete. — the choice is yours!

American Income tite

Insurance Ci
Benefit paid directly to you, or other person | pay

you designate

Reinstatement benefit: Policy can be
reinstated in the event the policy lapses

provided all past premiums due are paid Critical tin

Benefit reduces 50 percent at age 65

|
ев of surviving have increased, it comes |
|

they are prepared for the financial

illness diagnosis. Let them know that
ng аге restored, months of

medical deductibles and co-payments could put a

No one is immune to critical illness, but being prepared in the event it happens could be
a prospect's best defense in protecting their lifestyle and assets.
а

‘The risks are high, but so is the cost of surviving!

petit Murch 2004 В. Come Together :

Master General Agents

Rochester, NY

Fargo, ND Edison, NJ

АЙ Time Record to Beat

Month: $236,811 Net ALP Fd Oreli

10. Donna Coffey 45,21 | 45621 685 9 David Cohen

YTD: $1,705,178 Ist Yr. iv Hitman

p ETE

1. Dorian Oldham $150,360 | $214,727 96
. Jim Bianchi 128438 | 140,667 767

YTD Production

Durhon Oldham

Kevin Surles 124338 | 143,698 690 10 David Zophin
4. Jason Mollo 121904 | 121904 та 10 David Zophin
5, Scott Sonnenberg 115538 | 145,560 671 13 Gen-Gen-Bitman
6. Dustin Raaum 107,36 | 113018 89 10 Rick Altig
7. Jeffrey Dinocento 98,836 | 158248 701 12 Eric Giglione
в, Paul Rumbuc 94720 | 155,508 778 8 Durhon Oldham
9. Erik Graham 90932 | 207498 786 16 David Cohen.

10. William Cook 87,828 | 153192 693 12 Tom Williams

Master General Agent selection guidelines for recognition in the Spotlight are as follows: Mus Aro fur First Yaar Agents cedat and met all production reguiiments.

рабе march 2004 ШО cona Tear

Bonus Page

$Show Me the Money$

Retention Bonus*

Qualifier SGA Bonus Amount
Carla Miller John Akers $4,616.33
Marlon Underwood. Olson-Smith $3,227.55
Mary Ann Gaelic Steve Friedlander $3,037.75
Michael Czopek Eric Giglione $2,975.48
Jennifer Baron Tom Williams $2,945.52
Rajeev Arora Rick Altig $2,919.77
Ruben Soberanes Jatoft-Foti $2,916.69
Stefan Reynolds Steve Friedlander $2,909.96
Terry Sullivan Gen-Gen-Bitman 2,891.46
Arkadi Nulman David Cohen $2,874.20

Total Retention Bonus Paid: $380,212.56 319 Producers Qualified

Leadership Bonus*

Qualifier SGA Bonus Amount
Jim Bianchi Durhon Oldham $6,593.06
Dorian Oldham Durhon Oldham 86,535.28
Dustin Raum Rick Altig 85,680.49
Kevin Surles David Zophin $4,365.37
Jason Мойо David Zophin $4,043.58
Fred Hadayia Durhon Oldham 83,817.97
Chris Stephens. Jatoft-Foti $3,373.87
Carey Thompson. Vic Hancock $3,373.12
Ryan Mansueto $3,089.12
Doreen Ryan-Foti $2,852.61

"Total Leadership Bonus Paid: $88,093.10 15 Managers Qualified

PR Bonus*

Qualifier SGA Bonus Amount
Dalager Rick Аш $3,469.77
Laurie Onasch Joseph Manone 82,568.85
Frances Christie Rick Altig 81,538.64
Brenda DiSomma Eric Giglione 81,525.45
Vivian Dwyer Ali Shahrak 81,444.72
Joseph Ward Gen-Gen-Bitman $1,245.12
Erin McKee Shashi Parekh $934.64
William Sauers Williams-Zipper. $924.98
Gabriela Berloni Joshua Chalom $918.18
Anne Bowyer Rick Altig $911.80

Total PR Bonus Paid: $28,746.22 47 PR Reps Qualified

* Only the top ten qualifiers in cach bonus category are shown. A full list of bonus qualifiers is provided on
the inserts accompanying this magazine.

рейди March zoos 9 Come Together

Retention Bonus Update:

Effective March 1, 2004, the guidelines for the Retention Bonus were modified so Producers can earn a bonus
based on Net ALP produced for the month, provided they have a 67 percent or higher Four-Month Retention.
Producers will now be eligible for this bonus starting in their ninth month of contract. Agents contracted less
than nine months will be eligible for the New Agent Bonus (see the qualification requirements listed below).
Also note, all individuals with 57.5 level contracts and higher must qualify beginning at the $7,500 or higher
production level.

Leadership Bonus Update:

Effective March 1, 2004, the guidelines for the Leadership Bonus were modified so an MGA will be eligible
to receive a bonus, provided they have two Producers in their first six months of contract. These producers will
also need to qualify for the New Agent Bonus (see the guidelines below) or the Retention Bonus (see the
update above), meeting both production and quality requirements, in the same month. ‘The bonus is based on
the same percentages of Net ALP and contract dates as outlined earlier, Retention, or Net to Gross, is still
required for the Manager to be eligible.

Introducing the New Agent Bonus:

Beginning March 1, 2004, all “New Agents” (“New Agents" refers to Producers in their first eight months of
contract) became eligible for the New Agent Bonus. The “New Agent” is now eligible for a bonus equaling a
percentage of their Net ALP for the month, provided they have the required Net to Gross ratio. Starting with
the Producer's ninth month, the Individual Producer will then be eligible for a Retention Bonus.

In addition to the New Agent Bonus payable for a month, the Producer is eligible for a Supplemental Bonus
after being contracted for nine months (or 12 months). This bonus equals 25 percent or more of their bonuses
earned in their first eight months, provided they have at least a 67 percent Four-Month Retention. For each
point above 67 percent, the Supplemental Bonus will be increased one percent.

For тоге information on these bonus updates, contact your SGA or logon ко wwwaailife.com.

quiis mar 2008 come Teeter

According to a recent Sales Management Report, A five percent
increase in customer retention can create a 75 percent increase in that
customer's net value to your [business]." This is a powerful statement
which evokes the question, "Ате you building your future and your
business with quality and service?”

More often than not, Producers overlook quality in building and
‘managing their business. Quality, however, is what makes for more
satisfied customers and higher renewals. With this in mind, we have
decided to give you some helprul information on the importance of
business quality.

Business quality like any well-constructed structure, is supported by a
well-laid groundwork. By groundwork we mean, utilizing your time
‘wisely. Setting appointments and giving yourself plenty of time with
each customer allows you to initialize quality from the moment you
walk through a customer's door. Don't rush your customers because

| you have failed to plan your schedule accordingly, This is an

| important decision that may take your prospects some time to process
and think out.

After you have laid the groundwork, it is important that you prepare
your presentation beforehand. Doing your research and having all
the tools you need at your disposal will go a long way in creating
credibility in the client's mind. For example, according to
Independent Agent, an industry publication, 38 percent of customers
look at an insurer's financial strength when considering a life
insurance purchase. As a Producer, knowing this information allows
you the opportunity to prepare for this by bringing up American
Income and National Income' ratings during your sales presentation.
(And, just in case you werent aware of our rating, we are rated A+
"Superior" by АМ. Best Company, its second highest rating, for
overall financial strength (as of 6/03)).

‘Once you have laid the groundwork and prepared your presentation,
there are just a few more simple things to keep in mind when it
comes to submitting quality and creating customer loyalty”:

‚ Quality —

UO cuv

First, always emphasize a win-win attitude, Put
yourself in your customers’ shoes, When you can visualize
‘what you would want if you were the customer, fitting a
prospect's need becomes clearer,

Second, select your customers carefully. Building
long-lasting relationships is what insurance is all about,
‘This is why it is just as important for you to choose your
customers as they have chosen you, ‘There is nothing
wrong with telling prospects that you are serious about
building a relationship. When they know you're serious,
they will be more willing to keep you as their partner,

‘Simplify everything. We have all heard the saying,

“Keep it simple, stupid.” Some laugh at the notion, but
there is a lot of truth in that statement, ‘The easier you
make things for you and your customers, the more
effective it becomes, Therefore, it may be worth your
time to streamline your sales and service procedures

Finally, communicate clearly. Be up front

honest with your customers, Customers want all the facts

when making a decision = the good, the baila the uly

By being straightforward from the start, you are only

getting that much closer to establishing а loyal customer.
“Forty-one percent of consumers 18 to 65 and older said they prefer
опе service provider when it comes to life insurance," states
Advertising Age, What this means is, that if all the building blocks
are present at the point of sale, many customers will be inclined to
retain their relationship with that particular service provider, How
about that for building quality?

Information ae тип the Saler Management Rept.

Your Business Foundation

рае March 2004 come gether т

State General Agents

TOM EE EE FEBRUARY PRODUCTION YEAR TO DATE PRODUCTION‏ ا ا
Samiaa 00: ын Neale на mm | МАЕ замаа Ri И НЫР‏ 108

Agent Agent Adi Suir. * sun.

FEBRUARY PRODUCTION YEAR TO DATE PRODUCTION
Шеп Standard ME ш MIMP ш [-

PENIS

* Note: The Quality Adjustment is based on а five percent increase of the Percent of Standard for each point an SGA is over the Company * Note: The Quality Adjustment is based on a five percent increase of the Percent of Standard for each point an SGA is over the Company's
average Retention rate, average Retention rate.

Lj spotlight March 2004 Come Together Spotlight March 2004 W Come Together т

MONETARY DONATIONS

Rick Altig Agency.

* Contributed $1,000 to the Ontario Federation of Anglers

1 Hunters.
* Gave $200 to the UFCW Conference.
= Donated $150 to the Leahi Federal Credit Union.

* Contributed $150 to the Del Monte Employees Federal

Credit Union,

* Contributed $150 to the Nevada Classified School
Employees Association,

* Donated $50 to the MNUSA.

* Gave $253.14 to the Teamsters 996.

* Donated $275 to the Teamsters 480.

* Gave $315 to the Fire Fighters golf tournament.
‘© Contributed $250 to the Memphis Fire Fighters,
* Gave $52.29 to the CEP 1900

* Donated $60 to the CUPE 4000,

Rick Altig Ageney Cont.
* Donated $300 to the HERE 791.
* Contributed $250 to the Oregon Golden Glove.
* Donated $300 to the Teamsters kidney benefit.
* Gave $150 to the W12 IAM for raffle prizes.
Gary Bleicr Agency
* Donated $500 to the Bulls-Eye CU.
* Gave $50 to the GCIU 77Р.
Steve Greer Agency
* Donated $500 to the UFCW strike fund.
Mark Hancock Agency
* Contributed $1,000 to the IUE District 8 scholarship.
* Donated $100 to the Fire Fighters 416.

‘Total $6,135.43

OTHER DONATIONS

Mark Hancock Agency

* Donated 25 boxes of food to the Steelmetal Workers 20.
* Donated 25 boxes of food to the Indianapolis AFL-CIO,

EI “plight March 2008

Gleb Ostrovsky Agency
> Sponsored a hospitality suite for the Mississippi annual
AFL-CIO conference.

Presentation of a $25,000 contribution check to the
Labor Council for Latin American Advancement.
Pictured from left to right: Jules Pagano, Milton
Rosado, President of the LCLAA, Hugh Walsh,
Karinne Hernandez, Asst. Director of the LCLAA
and Jesse Rios, Executive Director of the LCLAA.

Ш осше

Community Involvement

“I do a lot of business at these events — it's my chance to
catch some presidents who are otherwise elusive, to meet
those I have not met before, and just chat with those I
already know,” says Cynthia Lebrun-Yaffe a PR
Representative with the Matt Blumert Agency.

Attending events like the AFL-CIO Metro-Balto Council
2004 Leadership Conference is a great way to put yourself
in front of union leaders. We all have hectic schedules
and sometimes it is virtually impossible to see everyone
on our fo see lists. However, setting up at union
conferences and events allows for time to meet with these
union leaders without going from place to place — you
stand there and they come to you. Of course you don't
want to just stand there and look pretty, you'll have to
turn on the communication charm as well.

The AFL-CIO Metro-Balto Council’s

2004 Leadership Conference

Cynthia tells us, “This particular event is held every year.
Aside from attending as a delegate, we attend as a vendor,
We have been involved with this conference since it
began over 10 years ago. The attendance is high among
union leaders and it always gives us good exposure.”

In this business, it only takes a little exposure. Таке a
look at your community's calendar. Who knows, it may
be the next best PR resource for your Public Relations
team.

Look at the display Cynthia put together for this labor
event. She made things interesting by raflling off a “bag
of cash” prize, and offered a sweet reward by garnishing
her display with chocolate.

PR Representatives

PR Manager

> Debbie Enstedt

‘Winnipeg, MB
Category A:
Frances Christie Vivian Dwyer
Burnaby, BC Raleigh, NC
Brenda Swecker Malka Arony
Canonsberg, PA Phoenix, AZ

Cheryl Cook
Harrisburg, PA

ее arch 200% Ш. Come Together

William Slocum
Royalton, OH

PR Representatives

February Production YTD Production
1. Debbie Enstedt 15,782 | Rick Altig “1, Debbie Enstedt 26,500 | Rick Altig
2. Brenda DiSomma 4,194 | Eric Giglione *2. Brenda DiSomma 7,440 | Eric Giglione
3. Malka Arony 2,846 | Steve Hartman 3. Malka Arony 6,337 Steve Hartman

1. Frances Christie
2. Vivian Dwyer 3,436

Rick Altig Rick Altig
Ali Shahrak. . Vivian Dwyer 5,956 | Ali Shahrak

3. Jenny Williams 1878 | Rick Attig 3. Jenny Wi 4467 | Rick Altig
4. Robert Dailey Eric Gigtione 4, Suzanne Powers 3242 | David Cohen
5. Leo VanDenBussche Rick Altig. 5. Brenda DiSomma 2,658 Eric Giglione

1. Brenda Swecker Chris La Fond
2. Malka Arony Steve Hartman
3. Lou Nell Busby Vie Hancock

4, Laurie Onasch Manone & Alti
5. Irene Ruryez 38 [Jim Surace

Month: 55 groups Vivian Dwyer

1. Cheryl Cook
2. William Slocum
3. Erin McKee
3. Joseph Ward
4. John Wagner

“1, Malka Arony Steve Hartman
72. Laurie Onasch 2,495 | Manone & Altig
3. Brenda Swecker 2,386 | Chris La Fond
4, Lou Nell Busby Vic Hancock.

5. Sandra Johnson. Gary Bleier

Durhon Oldham.
Jim Surace.
Shashi Parekh
Gen-Gen-Bitman
Ron VanWoesik

14 | Durhon Oldham
12 | Nitkowski 8 Basov
10 — | Shashi Parekh

10 — Jim Surace

4, Billy Sauers 9 | Tom Williams

4. Joseph Ward. 9 [Gen-Gen-Bitman.

Category A = SGA categories one and two. Category В = SGA categories three, four, five and six. Category C = Top number f group credits signed from all
SGA categories. Public Relations Manager selection guidelines for recognition in the Spotlight are as follows: Mia how tu PR Representatives coded and mot all
кйин opments

рейды search zoot ШО Come gether

lic Relations Bonus

Qualifiers А
ааба - FEBRUARY

$1,900.62
эы

Vivian Dwyer $1,180 8

Joseph Ward $1,116.60

Erin McKee

William Se

Patti Morgan
Malka Arony

Robin An

Jacqueline de Vooght
Jenny Williams
Becky Cutler
Casandra Robinson
Richard Case

William Slocum
Shannon Walke
John Wagner

Leo VanDenBussche
Sandra Joh:
Brulotte $359.00 ,

$355.10
$920
уи д
$329.24,
James Tasker $328.30
Brenda Swecker 5319.80
Susan Ke $312.80
530520

n Fore.
u Nell Busby 5239.40
Denham $238.23
Spohn $219.69

р Soljan $214.11
$209.44

$207.27

$206.48

5198.00

$28,746.22

uelit sarc 2001 come gether

Jim Bianchi
$6,593.06

Dorian Oldham
$6,535.28

Dustin Raaum
35,680.49

Kevin Surles
$4,365.37

Jason Mollo
$4,043.58.

Fred Hadayia
$3,817.97
Chris Stephen:
337387. 4
Carey Thompson
$3,373.12 =

Ryan Mansueto
$3,089.12

Doreen Ryan-Foti
$2,852.61

Andrew Fike
$2,768.61

Donna Coffey
$2,754.99

Leadership Bonus

February Bonus Qualifiers

Leslie Taylor Alfred O'Connor
$2,613.50 . — $1661.66
Jerald Muhammad Marcus Smith
$2,531.31 $1,615.80
Gregory Partee С Siard
$2,413.04 $852.18
Theodore Pappas Barrett Clayton
$2,373.71 $719.70
Roland Fletcher Adam Cruts
$2,367.34 $627.61
Brian Fotovich Scott Zoll
$2,262.79 $617.93
Jose Serrano Michael Nowak
$2,061.47 $594.89
Scott Baker Scott Georger
$2,058.35. $576.31
Jason Schlomann Susanne Munro
$1,942.49 $544.43
Leo Soucy John Hard
$1,886.18 $405.41
Scott Sonnenl Jim Larkin
$1,882.88 ш $400.04
‘Tod Brown Jean Mare Louis
$1,766.73 $391.19

Total $88,093.10

Petlight March 2004 W Come Together

Astrid Ayaladiaz
$390.55

Daniel Pavek
$378.11

Momodou Sonko
$340.47

Terrence Adams
$337.38

Michael Allen
$290.76

Kat an
$288.41

Edward N
$284.26 x

England
Bua
Robert Ti
$280.76 Бы

Sarha Lundgren
$273.83

Timothy Clark
2685"

Claudia Rodri
Ка а

QUALIFIER
Paula буп

Мик Mathews
mora Cuz
Ма Bhkera
Joshua Haagenson
Bade Kincaid
Tobias Jerkins
Louis Cosa

Tod Lotter
шша Tuer
Өтө Hammani
Travis Price
Diane Carrion
Arbur Westergren
John Haber
Kathleen Loughran
Gregory Drake
Scot loll

andy Downs
Miton Miler

liy Then

Ward Fukunaga
Angelo Оба
Sueven Sequeira
Paul Mahoney
Damien Jones
Brace Jones
Frederick adaya
Frank Brant
lia Santiago
David Shaler
Sharon at
Dama Gulhang
Nihal iia
Stephen Poe
David Ackerman
Hichael Stephens
John Claxton
Bryan Johnson
Peter Highberg
Brandon Roby
Candia Hawkins
Ei Meee
Al Duran
Barry Stephens
Havine Moody
Man Heran
Rhonda Scat
Reta Chapman
Maurice Bailey
dara Pharms
Brian Nguyen
Freida Yakubov
Eric Renteria
David Cark

BENG:
Eric бше
Roald ей
Ger GurBian
болай
көй

idk Aig

Chris Wittenbach
Eric Giglione

Ai Shahak
‘kon Sith

Nick Aig

Wick Aig

Eric Gigione
Ton Wiliams
tric Gigione
Eric Gigione
Gen-Gen-ioman
Vic Блоб
Duhan Oldham
Victor Hancock
David Cohen
Ка Aig
Durhon Oldham
Steve Friedlander
Хаг Hancock
Ai Зарок

Nd Mig
Dorhon Oldham
Vic Hancock

Eric бше
Ronald Varios
Hare Morton
Gin Beer
Gigione-Briter
Chris Wittenbach
Eric Gigione
Durhon Oldham
Robert Hughes
David Тара
Chris la fond
Ger-Ge-Biaman
Dovid Cohen
Wiliams Wiliams
Ма Mansfield
Eric Neal

David Lophin
Joshi Chalom
Tyrone Conard
ick Mig

Dari Торна
боли
Jato Foti

Tom Wiliams
Bi Jennings
GenGen-Biman

Retention Bonus

$1,083.66
$1,082.61
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QUALIFIER AGENCY

ТА
Dorothy Мт
Мат Frater
кай Aptian
"ara Guero
Jamie Deal
Bridget Bullock
Preston Foster
Dennis Peterson
Jan Резка
Eddy Meieri
Dan бра:
Jibadiah Kimer
Саба Tegler
Sandra Caran
[1
Jason Мун
Jeremy Lemke
Kerin Боди
Edie il

Eric Labossiere
Vero vr.
Jarred Sarman
"aro ба
Бабий Lambert
адшу ай
Пака Shandrow
George Жарт
Donie fi
Casey Dobbins
Darid Leathers
Frederick Darmanin
Marshall Sharp
Heather Logsdon
Joha Moran
Cherie Cooper
Nathan Tayor
Byron Par
Shohamah Horis
hy Hoffman
David иеш
Timothy Bets
Danny Mayorga
Corey Mf

James fed
Phuong Nguyen
ња Рин
Hagop Boghossian
‘Jason Jerid
Nichole Koleske
Dane Roberson
арта Haris
Tim Schroeder
б Divert

he Chong

Darid Cohen
Wiliams Wiliams
Durton Oldham
James fagan
Darid Cohen
Nik Witkowski
Durkan Oktam
Pork Hancock
Duran Oldham
Ton Wiliams
Darton Oldham
Ronald laWotik
Durhen Olam
ка Mig
Joseph Manone
(his La fend
Farr Mitingil
кал

Kà Nig

Hark Hancock
көй

Ка Mig

Ge Gn витая
көлү

Mare Bipper
Aig tary
Ni. Mi

David Порка
Matt Blomert
бебе man
David Cohen
Darid Leptin
Steve Harman
Jato

Geb билиу
Жл
Ni Mig.
Јела Calon
рый

David арка
David login
Ni. Aig

Ton Wiliams
ка Nig

һө Manel
ка Aig
Joseph Manone
Eric Gigione
Eric Gigione
Gary Beier
Join Akers
Wiliams Wiliams
Ка Nikon
eG man
Ge Ge Biman

38231
ШИП

STBAS

snas

УАВ

БЕШ

ША
$146.16
956
ШАП
5129
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58570
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deett March 2004 ЩЩ Coma Together

Ниш Santos
Chris Martel
Horgan Faulkner
Frank Sommens
Baldev Dabhia
uis Winds
Derik Bates
Doras Barrows
Let барша
Thomas Conolly
Aaron Webb
Denise Batiste
tance Nall

Nod Landa
Cary Wallace
Steven Mon
Justin Scheer
Noe Gonzales
Shay Ashford
James pari
Pavan Sharma
Bertrand Lelie
(ваг Arabga
David Gare
Nidurd Noscateky
Sammar High!
into Brown
Gerardo Leon
Win Fogel
Chris Schuman
Jason Graves
Melody Gerard
Courtney Jones
Jason lasic
Leonard Harris
Rassel Brea
Darid Finken
Webert Holmes
Brian Groeschel
Aisa Gender
Glen Thompson
Hey Coogle
Keneth Mark
Loan Dinh

Total Bonus Paid Out

Vic Hancock

Eric Gone
Dan Philips
Durhon Oldham
Ronald ей
David Cohen
Steven Greer
Ni Mansi
Durhon Oldham
Durhon Oldham
Bil Jens
Durhon Oldham
Steven Greer
Tore Mhitinghil
Ма Носій
Mark тоб
Gleb билийу
К

Л
Marc Upper
Steve Friedlander
Aik Ai
Duhon Oldham
Gen-Gen Biman
Hare Upper
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Jin Sunc
LT
ШТ
ШАТ
anin Koa
Sueven Greer
Ni. Aig

Jim Sunet

Gary Bier

Eric Neal

John Akers
Willam-Milans
Willams Wiliams
fid. Nig
Jennings Shehan
Vic Нако
Oso-Sith
роснай

$380,212.56

SOAS
En
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55107
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^ 591050

337050
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S0195

QUALIFIER
Carla Hiler
Halon Underwood
Hary Ат Gaelic
Michael Cape
Jenifer Baron
му Ма
Ruben Soberanes
Stefan Reynolds
Terry Sullivan
Akad lan
Howard Wison
Curt Snow
Timothy Саве
Chris Rose
Benjamin Mandlas
David Thornton
АТ
Kevin Surles
Anthony Chrisman
Kevin thins

Rudi Camenzind
Hex Вит

Darid Wang
Pala Druty
Dan Raw

David Mase
Roald Kastner
Wasting Wong
Кавау Gusev
Daniel Prid
liit Taylor

John Arguello

Ош Johnson
Milani Ahmed
Michael Kolasa
Mert Diareo
Lorna Wiliams
Candia Rodriguez
айшу Hart
Francis Fortier
Jte Lowman
Russel Harts
Ше Squirts
Joseph Larsen
Я
Daid (айгай
Erin Ziegler

Mark Blejer

Man Gibert
Richard Miler
Pablo Рева
Crystal Valentine
(il Boldon
Gabriel Hernandez
Lance Brown

John Akers
Olson Sith
fter Friedlander
Eric боле
Tom Wiliams
Wick Mig
Jaott-Foti
Steve Friedlander
Geren diman
David Cohen
Steve Friedlander
Jato at
Oson-Smith
Joseph Manone
David Cohen
Dulhon Oldham
David opin
Gary Beier
Ramin dj
David Cohen
Jal ft
ton Sith
Victor Hancock
id Mig

Wick Nig
Durhon Oldham
David Cohen
Mad Basov
son Smith
Dan Philips
Dan Philip
Мис Morton
‘kon Sih
Hate Вател
Bick Mig

ric gione
Г

Gary Bleier
id Mig

John Мез
Hare pper
Durhon Oldham
Ка Aig

Darid Cohen
Steve Friedlander
ка Mig

Gary Вен
[s
Ton Wiliams
lani
Stere Hariman
Obon Sith
David opin
David Cohen

Er
sms
SWIS
$2,915.48
SLMS?
эзил
$2,916.09
$2,909.96
5189146
$8420
эп
элаз
sum
5188625
su
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БИ
$2831
$2,270.16
$85
$2005
52,181.66
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32,135.03
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$85
sun
5104556
51036
$2,000.13,
$2,001.18
ШИА
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51,950.38
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519036
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5180538
518605
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боз Моторов
Upinder Bhinder
tym Weodyard
Daniel Phares
Ола йт
Kobie Samuels
fihi Dao
Nada Tai
Mihael Perkins =
Joshua Goodman
Max фант
Jason Caples
Scot Keeney
тийе Patch
St бету
Cig Jorgenson
Vene lider
Samuel Cohen
John Ward

James Snider
‘ald acevo
Dara нй
Gregory Engr
Daniel Degagne
һам

Farah бий
Maria Esposito
Robert Resse
Sieve foi
Radney Husmann
George Sturge
‚йыб Badredőne
Angles Oris
Mathew Hogan
Elizabeth Hodgson
Robbi Robinson
Marice Daries
Scot Mellgren
Join Croley
riy frr
Aothony Hee
fiore Mundell
Wiliam Sanders
Hanthew Моби
Joseph Banha
Уйу ыб
Меп Ponelas
David буп
Marl Goddard
Karen nid.
Samson Adele
Баи Garter

Eric Gpione
David Coben

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dealt March 2008 WE Come Together

QUALIFIER
еси Torres
Francesca Prantl
Earle Harts
Robert Uri
Mindy Guisewite
Darid Hah

James Logan
Faron Dillon
ме Wels

Maras Bautista
Maim Wal
Ricard Reano
Dennis Podron
Terrence Adans
Аай Dhingra
А
Jory Kennedy
Lawrence Tork
any Male

Roger Hote
Herman Фа

Lorena Barriere
Moidi Go
Nicholas Wasche
Dmitriy Gondarik
Ма Johnson
Edward Conk
Laura Monti
Gregory Krier
Jobn Thomas
Cristopher Fave
‘amanda Minar
larry Loaro
Innocent Okeke
Ronald Warbach
Keith Cornwell
Mia Sander
КУТ
ба Roemer
Vincent Terrie
Tamara ford
Тасу Tehoder
Danielle Holmes
Ја Викса
Dasin Miler
Jonathan Dune
sina Simao
Wiliam Burbank
Chris Ната:
Jared Kine

Paul Моке
James Sak
Robert Marton
Hoo ust
Dori Parek

AGENCY
James fagan
Fore Whiting
Ton Wiliams
Jat foi

Mat Blumert
ick Mig.
Robert Hughes
David opin
Mad Вот
Giglio Bier
Wick Nig

Eric Giglione
Jim Sune

Eric Nel
m
Joseph Manone
Ка Aig

Eric Gigione
David lophin
Wick Aig

Civis la fond
David Cohen
David Cohen
Ка Mig
Roald ов
fuer Whiting
Hare Horton
Ni Mig

Nd Mig

Oris la fond
Durhon Oldham
Мис Tipper
Jatíthoi

Por Bunert
Durkan Oldham
Hark Hancock
Eric Gigione
Gen-Gen-Biman
Eric Gigione
Gen-Gen-Biman
Harc Morton
Vic anco
Bil Jennings
Harc Tipper
Л
Durhon Oldham
Gigliont-Brister
Darhon Oldham
Cris la fond
Cris là Fond
Eric Gigione
Oban Sith

Ai Shahak
айй
[Л

513126
513049
512034
$1,329.10
$1,328.19
5128
5122109
5131615
$1312.88
$1,298.90
$1,295.25
ШИ
$1,278.68
3127665
512016
512426
5125640
312929
5125197
ШИП
$1,239.90
51,238.86
ШИТ
simum
sim
5122649
512317
sima
sina
ШИЛ
sinn
sia
$1,202.73
5120.10
$1,202.61
51,201.55
sim
519936
51,191.90
$1,186.89
3118526
51,182.66
ИШ

5116181
51510
$1,144.26
sipén
510139
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51,098.00
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